If you are like the tens of thousands of salespeople in B2B sales filling their sales pipeline online, you know that social media can be a powerful tool to bring in growth. But it is not a magic bean that can sprout growth overnight and provide you with leads.
To generate leads and drive B2B sales, a solid and consistent brand awareness and engagement strategy supercharged by cold outreach is what is needed – and we are positive LinkedIn is the place for it.
2. Engage with the right decision makers and actively drive B2B sales
LinkedIn is a lead generation goldmine with over 750 million users. This vast user base includes a large number of decision makers you could find and engage with to ultimately generate B2B sales.
If you are in sales, you know what role prospecting plays in the sales process. It is just as important in social selling which is about nurturing the right relationships. This kickstarts the entire social selling process and makes cold outreach (which comes later) relatively easy and more effective. The math is simple: the more prospects you generate, the more chances to close a sale you have, as every prospect equals an opportunity.
All you need are these three key steps for LinkedIn sales prospecting:
Step 1: Revisit your buyer personas to find out exactly who you want to reach.
Flesh out as many details of your ideal prospect as possible. The more focused this is, the easier it will be to reach out to them. At this point, it is instrumental to also think in the “problem-solution way”, i.e. identify what pain points your ideal customers may have and how does your product solve them?
Step 2: Use LinkedIn filters or LinkedIn Sales Navigator to look for them.
This allows you to conduct hyper-targeted searches including job title, seniority level, industry, and more that are related to your ideal customer persona. You can even save up to three LinkedIn people searches and LinkedIn will email you weekly with new prospects who meet your search criteria.
Step 3: Follow them to learn more about them and build a connection.
Now that you have found your ideal prospects, hit that follow button and learn more about what they do. Become familiar with their LinkedIn company page and website. Learn about what they offer on their LinkedIn company page and how they are positioning themselves. You can also look at what you may already have in common. For example, use the “2nd Degree” search function to find those with whom you share a connection, or take a look at their LinkedIn groups and find one in which you are both members.
Once you have identified your prospects, learnt more about them, and engaged with their content, you may send them a personalised message using that connection. As there is some familiarity at this point, they may be likely to respond positively to any prospecting messages you send to them.
Conclusion for social selling on LinkedIn
Through social selling, your aim must be to catapult brand awareness and engagement in order to drive B2B leads. While the impact of LinkedIn on B2B sales and lead generation is hard to deny, it is not a silver bullet. It is just one piece of an organised strategy that needs to be integrated with other channels to build a closer relationship with your prospects and maximise lead generation. Apart from applying all the above 11 methods, it is recommended to use a combination of email and cold calling to reach your prospects to maximise your potential to generate sales opportunities. Lastly, do analyse your social media metrics to uncover your strong areas as well as key areas of improvement to get better results with social selling and thus drive more B2B sales.
For those that are unfamiliar with hubsell, we provide an end-to-end B2B prospecting solution with on-demand generated B2B data and multi-channel personalised outreach automation software to generate sales qualified leads.
Book your discovery call today to see how you can scale your opportunity generation.